Build, Accelerate and Harvest the Value of Your Company

Step 1

Building

Step 2

Accelerating

Step 3

Harvesting

Step 1: Building

Building a company that runs successfully without you involves thinking of your business as an asset, rather than a job.

The core idea is to set your company up to be self-managing and attractive to an acquirer—even if you have no plans to sell. Making yourself attractive to an acquirer involves the very same things you need to create a self-managing company, because in essence, they are the same thing.

Acquirers look for companies that can run without their founder, which also happens to be the key ingredient in a self-managing business. Therefore, our approach involves optimizing your company’s performance across eight dimensions important to acquirers.

The 8 Key Drivers

Financial Performance

Your history of producing revenue and profit combined with the professionalism of your record keeping.

Financial Performance

Growth Potential

Your likelihood to grow your business in the future and at what rate.

Growth Potential

Switzerland Structure

How dependent your business is on any one employee, customer or supplier.

Switzerland Structure

Valuation Teeter-Totter

Whether your business is a cash suck or a cash spigot.

Valuation Teeter-Totter

Recurring Revenue

The proportion and quality of automatic, annuity-based revenue you collect each month.

Recurring Revenue

Monopoly Control

How well differentiated your business is from competitors in your industry.

Monopoly Control

Customer Satisfaction

The likelihood that your customers will re-purchase and also refer you.

Customer Satisfaction

Hub & Spoke

How your business would perform if you were unexpectedly unable to work for a period of three months.

Hub & Spoke

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Step 2: Accelerating

Once you’ve got a business that can run smoothly without you pulling all of the strings, the next step in our process is to create a recurring revenue stream.

An annuity stream of revenue makes your company more predictable so you can plan for the future efficiently. It also boosts the lifetime value of your typical customer and most importantly, it jacks up the value of your company—in some cases doubling or even tripling the value of each dollar of revenue in the eyes of an acquirer.

This step can be a head-scratcher for a lot of owners, but there are nine unique subscription models to choose from, and just about any business can leverage at least one:

The 9 Subscription Models

The Network Model

A subscription offering where the value of the subscription goes up, the more people that subscribe.

The Network Model

The Surprise Box Model

This model involves shipping a curated package of goodies to your subscribers each month.

The Surprise Box Model

The All-You-Can-Eat Library Model

A subscription offering a buffet of content to subscribers.

The All-You-Can-Eat Library Model

The Private Club Model

A subscription offering access to something of limited supply on a membership or subscription basis.

The Private Club Model

The Front-of-the-Line Model

This model involves selling priority access to a group of your customers.

The Front-of-the-Line Model

The Membership Website Model

This model involves publishing your know-how behind a pay wall where subscribers get access to unique content.

The Membership Website Model

The Simplifier Model

This model involves taking a service you provide and establishing a contract with your customers to provide your service on an ongoing basis.

The Simplifier Model

The Consumables Model

This model involves offering a subscription to a product that the customer needs to replenish on a regular basis.

The Consumables Model

The Peace of Mind Model

This model involves selling an insurance premium to something your customer hopes they will never have to call upon.

The Peace of Mind Model

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Step 3: Harvesting

The final step in our approach involves harvesting the value you’ve created. It’s one thing to have built value on paper, but it’s quite another to have the cash in the bank. Selling your business well is both science and art.

Our methodology will teach you how to build a compelling narrative and will give you a step-by-step guide for avoiding some of the land mines that trip up even the savviest owners.

Our approach shows you how to value your business, time your exit to maximize your take, find buyers and create a bidding war, which will allow you to punch above your weight in a negotiation to sell.

The Road Map for Harvesting

Things to Consider Before You Start

Think of selling your business as a long, tough journey into the backcountry. You will encounter plenty of obstacles, but if you pack right, you’ll be fine.

Things to Consider Before You Start

Building Your Negotiating Leverage

Structuring a successful sale of your business is about maximizing your leverage, and nothing allows you to negotiate with more confidence than multiple bidders vying for your company.

Building Your Negotiating Leverage

Punching Above Your Weight

Selling your business can feel like a David-versus-Goliath battle. You may find yourself negotiating with a mercenary acquirer who makes a living from buying companies for less than they are worth.

Punching Above Your Weight

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